The reason why we prefer to involve our customers in an in-depth exchange about their needs, goals, timelines, budgets, market position, and challenges is because generic solutions lead to missed opportunities for our clients. Once we have a full understanding of a client brand’s situation, it becomes possible to tailor a commercialization solution that not only meets all the customer’s goals, but often exceeds them while also producing substantial cost savings.
Customer focus means in-depth analysis of the client brand’s needs, competitive position and challenges.
At PDI, every recommendation is driven by our focus on customer needs and outcomes.
To illustrate the effects of customer focused transformational thinking, consider this:
One biopharmaceutical manufacturer goes to a traditional CSO and asks for a 117-rep field sales team for a new COPD product. The manufacturer receives a proposal based on the cost for 117 field sales representatives. While the manufacturer got exactly what they asked for, it may not have been what they really needed.
PDI brings forth innovative and unforeseen solutions.
The discussion starts with several key questions:
- What challenge(s) are you trying to solve in your competitive situation or managed care position?
- Who are your target HCPs, and how geographically dispersed are they?
Scenario: While 117 field reps might technically cover 80% of the total target list, it misses 20% entirely and lacks adequate coverage for top-decile prescribers. PDI suggests: a mix of 97 full-time, flex-time, and 2-Up sales territories, plus a team of inside sales and service representatives. Launch is strong, with growing sales and market share.
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